Gary Mazakian – Most Inspiring Business Leader to Watch in 2025
Gary Mazakian – Chief Franchising officer at Pickup USA Fitness Gary Mazakian: Building a Scalable Franchise Culture That Turns Courts Into Community Engines As Chief Franchising Officer at PickUp USA Fitness, Gary Mazakian brings a rare combination of grassroots operational experience, rigorous development discipline, and a purpose-driven approach to awarding franchises that transform basketball gyms into thriving local businesses and community anchors. Through more than a decade with a brand that evolved from a single gym in Irwindale, California, into a national franchising platform, he helped codify the playbook, train early owners, structure development processes, and now steers franchise selection with a focus on operational excellence, values alignment, and unit economics that stand the test of time. His story is one of patient buildout and consistent standards, where each decision is grounded in data, field learning, and a deep respect for the entrepreneurs who carry the brand into their neighborhoods. Early Years on the Court Mazakian’s path began with a personal leap from real estate finance into a single-unit basketball gym that needed a leader who could open at dawn, manage teams, clean courts, and close at night while learning every lever that moves unit economics. Those early tasks informed his view of member experience, operational rhythm, and cost control, and they eventually positioned him to partner with founder Jordan Meinster in blueprinting the operating manual that would become the foundation for franchising. Codifying court rental pricing, youth training curricula, sales processes, and day-to-day workflows created the conditions for scale, not by guesswork, but by precise standards that could be applied from one market to the next. From Field Coach to Development Strategist When the franchising arm launched, Mazakian shifted into an operations coach role that required months on the road training the earliest franchisees and helping them land their first members. The work involved payroll budgeting, local partnership building, and live-fire adjustments to sales and service practices based on each market’s nuances and each owner’s capabilities. That period cemented three beliefs that shape his leadership today: every market is unique, every owner brings a different toolkit, and the playbook must be rigid on standards yet flexible in application. Following operations, he moved into development to help new owners secure financing, negotiate LOIs, and oversee construction, which forced a rigorous translation of vision into square footage and a careful review of rent rolls and occupancy thresholds before ground was ever broken. By approaching site selection through the lens of P&L reality and operating viability, he ensured franchisees started on a footing that supported durable cash flow rather than optimistic scenarios. The Mandate of a Franchising Chief As Chief Franchising Officer, Mazakian’s mandate is to identify franchise partners who can execute the model and grow economically strong units while safeguarding brand standards in every club that opens. He treats franchise awarding as a long-term partnership, not a transaction, and prioritizes candidates who match the brand’s culture, are financially prepared, and demonstrate the discipline to run a high-touch operational business. The decision to grant a franchise is, in his language, a trust placed in someone to carry the brand’s playbook and promise to their city, and he does not take that responsibility lightly. Motivation Anchored in Impact Mazakian’s motivation comes from measurable community impact, where each club becomes a small business that hires locally, mentors youth, and energizes neighborhoods through basketball. The stories that fuel him are personal and practical, from first jobs for teenagers to families whose trajectories change through entrepreneurship, all brought to life inside a model that turns courts into community hubs. In challenging times, his compass points to process discipline, data visibility, and purpose, allowing tough calls to be made with clarity and consistency. A Leadership Style That Scales His leadership evolved from a “do-it-all” operator into a systems builder who still prefers to stay close to the floor of the business through field visits, training calls, and real-time store-level analysis. That proximity keeps his franchise decisions grounded in the realities of staffing, scheduling, membership conversion, and guest experience, ensuring that selected owners are aligned with the daily demands that drive results. The work is hands-on, both at corporate-owned stores and across the network, because credibility and standards are maintained through presence, not proclamations. Proudest Achievements in the Growth Arc From one unit to a national system, Mazakian sees his greatest achievements in the moments franchisees move from ambition to operation, such as lease signings, construction milestones, and opening-week member enrollments that validate months of preparation. The transformation from employee to employer, from first-time entrepreneur to community leader, is the heartbeat of his work and a confirmation that selection, training, and support can unlock economic agency for owners and their teams. He views franchisees as the backbone of the brand and credits their success as the true measure of the system’s strength and future potential. Standards That Define Influence In Mazakian’s view, influence comes from example, transparency, and reliability, with corporate-operated stores serving as laboratories and proof points for what the system asks franchisees to do. If a strategy underperforms, it is revised rather than defended, and if a commitment is made, it is kept, because trust and consistency are performance multipliers across a network. He believes that honoring timelines and deliverables is not a courtesy but a requirement, because franchisees invest their future and need a leadership team that operates with integrity. Innovation Through Disciplined Iteration Innovation at PickUp USA is structured, not sporadic, and framed by a willingness to challenge tradition when the data or the guest experience suggests a better way. The brand gathers ideas from guests and franchisees, pressure-tests them, and converts the best ones into standardized systems with the right tech stack and playbooks to spread improvements quickly and consistently. That approach enables agility without chaos and maintains the stability that owners need to plan, invest, and lead teams confidently. Tough Decisions and the Bar for Selection Demand for territories exceeds availability, which means the hardest decisions often involve saying no to
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